Sílabo

1MN010 - Negociaciones Comerciales Internacionales

I. Información general

Nombre del Curso: Negociaciones Comerciales InternacionalesCódigo del curso: 1MN010Departamento Académico: Marketing y Negocios InternacionalesCréditos: 4Horas Teoría: 4Horas Práctica: 0Periodo Académico: 2021-01-PRESección: AModalidad: VirtualIdioma: InglésDocente: CARLOS EDUARDO HUMBERTO ARTIEDA DE LA SOTTAEmail docente: ceh.artiedad@up.edu.pe

II. Introducción

The course addresses different aspects related to the structure of business transactions, decision-making and problem-solving, within a process of international business negotiations. In a negotiationprocess, participants will be able to analyze, from a business perspective, all the transactional elementsnecessary for a definition of prioritized interests; and, will plan and negotiate accordingly, consideringissues of cultural diversity and negotiating styles, towards the adoption of an agreement.As a result of achieving the Learning Outcomes, the participant shall be able to:

• Evaluate the results of international business negotiations, identifying success and/or failure factorsaffecting the negotiating process.

• Identify and act upon critical environmental aspects which shape the negotiating process.• Determine critically all the practical implications bearing upon an international negotiation.• Design and implement negotiation strategies at different levels, from the differing perspectives the

negotiation’s parties might have concerning their objectives, goals, interests and positions.

III. Logro de aprendizaje final del curso

Upon the completion of the course of International Business Negotiations, the participants will able todefine and implement a negotiation strategy in an extended simulation exercise. 2 The criteria fordetermining the achievement of this outcome consider as necessary that:

• The strategic implementation corresponds to: adequate planning; initial offers; possible negotiationranges and concessions; and, relevant evaluation of BATNA.

• The negotiation is carried out according to defined goals and to the nature of the business transaction, ina setting of effective communication.

• The content for the agreement is detailed and comprehensive; and it considers all the required elementsfor its implementation.

IV. Unidades de aprendizaje

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Learning Unit 1: The Pre-Negotiation StageLogro de Aprendizaje / propósito de la unidad:Upon the completion of the First Learning Unit, the participant will design a plan for the forthcoming negotiation in the extended simulation. This plan should consider all the relevant information for the upcoming negotiation, depending on the pertinent international contract. It should be based on an in-depth analysis of issues, interests, positions and BATNA; and should also be based upon the preliminaryanalysis of the negotiating counterpart.

Contenidos:• A multidimensional framework for negotiations• Structuring negotiations: distributive and integrative approaches• Negotiating skills and cultural dimensions• International Business Contracts: Rights, Obligations• Basic preparations: Information gathering and analysis• Content Analysis: Objectives and Interests• Counterpart Evaluation• Strategic definitions and material aspects of the negotiation

Learning Unit 2: The Negotiation StageLogro de Aprendizaje / propósito de la unidad:Upon the completion of the Second Learning Unit, the participant carries out a negotiation process in theextended simulation. Through his/her active involvement, the participant tests initial assumptions considering cultural aspects; communicates effectively; and, implements and adapts the defined strategies.

Contenidos:• Presenting proposals: opportunity and adequate form• Analyzing the atmosphere and the mood: reactions, non-verbal communication and cultural differences• Response to proposals: clarification, and analysis and building ofalternatives• Tactics and counter-tactics• Positioning: reinforcement and debate

Learning Unit 3: The Closing and Implementation StageLogro de Aprendizaje / propósito de la unidad:Upon the completion of the Third Learning Unit, the participant closes the negotiation in the extended simulation; and designs an implementation plan for the agreement. In order to reach an agreement, the participant makes different concessions; carries out the debate trying to avoid conflict or uncertainty; andidentifies all the required elements for the final agreement to be mutually satisfactory.

Contenidos:• Different options in concession-making• Final proposals and the identification of mutual benefits• Final debate: agreed-upon terms and confirmation• Formalization of the Agreement and failure to reach agreement• Essential aspects of Implementation: allocating relevant responsibilities; establishing a time frame; and

setting up monitoring and control mechanisms

V. Estrategias Didácticas

• Lecturing and classroom dialogue, based on the assigned readings

• Case Studies

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• Problem-based learning

• Flipped Class: group dynamics and teamwork

• Debates and argumentation

• Individual and group presentations

The course fosters an environment for experiential learning through an extended simulation exercise. The simulation concerns a business transaction between two companies located in different countries. The parties have identified a potential for cooperation and they need to negotiate its structure; as a long-term supply contract, a licensing agreement or a Joint Venture. The classroom will be divided in two (each representing a negotiating party), and teams will be formed, depending on class size, to perform all the activities considered during a process of negotiation. Each team regardless of size will incorporate different roles and contributions. Roles will be changed in each simulation session; in order to allow the participants to develop a hands-on experience in each of the negotiating functions. Further instructions willbe given by the professor as the simulation proceeds.

VI. Sistemas de evaluación

Nombre evaluación % Fecha Criterios Comentarios

1. Permanent Evaluation 50 • Understanding ofassigned material • Knowledge of modelsand tools • Critical evaluation ofconcrete problems • Identification and use ofrelevant information • Logical developmentfrom assumptions toconclusions • Creativity and clarity • Engaged participation inclass and in negotiatingteam • Active Listening andrespect for contendingpositions • Intensive use of theBlackboard Platform

I = Individual G = Group

1.1. Individual and team 20

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presentations (20%) (I) (G)

1.2. Individual roles in simulated negotiation (50%) (I)

50

1.3. Negotiation Diary (30%) (I)

30

2. Mid-term Exam (I) 20 Written: theoretical andcase development

3. Final written work (I) 30 Written Analysis of theSimulated NegotiationProcess

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VII. Cronograma referencial de actividades

Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales EvaluacionesSemana 1: del 15/03/2021 al 20/03/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoClase 1

• Introduction: A MultidimensionalApproach to Negotiations

Clase 2• Structuring Negotiations: Distributive

and Integrative Approaches

ActividadesClase 1• Lecturing and classroom dialogue. • Debate. Clase 2• Lecturing and classroom dialogue. • Debate • Video Analysis

Lewicki (2011) Ch.1,2 Moore (2010) Ch. 1 Lewicki (2011) Ch.3 Lax (1986) Ch. 4 Lewicki (2010) 1.8

Semana 2: del 22/03/2021 al 27/03/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoClase 1• Integrative Approach: Case of Google

vs. ChinaClase 2• Negotiating SkillsActividades

Case: Google and the government of China

Shell (2006) Ch. 1

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales Evaluaciones

Clase 1• Individual Presentations • Case Analysis • Debate Clase 2• Lecturing and classroom dialogue. • Debate

Semana 3 con feriados el jueves 01, viernes 02 y sábado 03: del 29/03/2021 al 03/04/2021

Learning Unit 1: The Pre-NegotiationStage

Contenido

International Business Contracts Actividades

• Lecturing and classroom dialogue. • Debate

ITC (2010)

Semana 4: del 05/04/2021 al 10/04/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoClase 1Preparations: Information gatheringand analysis

Lewicki (2010) 1.4 Moore (2010) Ch. 5 Simulation instructions

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales Evaluaciones Clase 2Simulation Session 01: Building thebusiness case ActividadesClase 1• Lecturing and classroom dialogue. • Debate Clase 2• Team building sessions and roleassignment • Work in teams • Facilitation

Semana 5: del 12/04/2021 al 17/04/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoContent Analysis and StrategicdefinitionsActividades• Lecturing and classroom dialogue.• Debate

Lewicki (2011) Ch.4

Semana 6: del 19/04/2021 al 24/04/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoClase 1Simulation Session 02: StrategicDesign (I) Clase 2

Simulation instructions

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales EvaluacionesSimulation Session 03: CounterpartEvaluation ActividadesClase 1• Work in teams • Facilitation Clase 2• Debriefing • Work in teams • Facilitation

Semana 7 con feriado el sábado 01: del 26/04/2021 al 01/05/2021

Learning Unit 1: The Pre-NegotiationStage

ContenidoSimulation Session 04: StrategicDesign (II) Actividades• Debriefing • Work in teams • Facilitation

Simulation instructions

Semana 8 (exámenes parciales): del 03/05/2021 al 08/05/2021

Mid-Term Exams (8th Week from 01.10to 06.10)

Semana 9: del 10/05/2021 al 15/05/2021

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales Evaluaciones Learning Unit 2: The Negotiation

Stage ContenidoPresenting proposals Actividades• Lecturing and classroom dialogue. • Debate

Shell (2006) Ch. 9

Semana 10: del 17/05/2021 al 22/05/2021

Learning Unit 2: The Negotiation Stage

ContenidoClase 1Analyzing the atmosphere and mood:reactions, non-verbal cues and culturaldifferences Clase 2Simulation Session 05: NegotiationRound 01 ActividadesClase 1• Lecturing and classroom dialogue. • Debate Clase 2• Negotiation teams • Facilitation

Moore (2010) Ch. 6 Simulation instructions

Semana 11: del 24/05/2021 al 29/05/2021

Learning Unit 2: The Negotiation Stage

ContenidoClase 1

Simulation instructions

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales Evaluaciones• Simulation Session 06: Negotiation

Round 02Clase 2• Simulation Session 07: Negotiation

Round 03 ActividadesClase 1

• Negotiation teams • FacilitationClase 2• Debriefing • Negotiation teams • Facilitation

Semana 12: del 31/05/2021 al 05/06/2021

Learning Unit 2: The Negotiation Stage

ContenidoBuilding alternatives, Tactics andPositioning Actividades• Lecturing and classroom dialogue. • Debate

Lewicki (2010) 1.8

Semana 13: del 07/06/2021 al 12/06/2021

Learning Unit 2: The Negotiation Stage

Learning Unit 3: The Closing and

ContenidoClase 1Simulation Session 08: Negotiation

Simulation instructions Lewicki (2010) 3.4 Shell (2006) Ch. 9

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales EvaluacionesImplementation Stage Round 04

Clase 2Concession-making ActividadesClase 1 • Lecturing and classroom dialogue.• Debate Clase 2• Debriefing • Negotiation teams • Facilitation

Semana 14: del 14/06/2021 al 19/06/2021

Learning Unit 3: The Closing and Implementation Stage

ContenidoClase 1Simulation Session 09: NegotiationRound 05 Clase 2Final Proposals ActividadesClase 1• Negotiation teams• Facilitation

Simulation instructions Lewicki (2010) 1.6 Moore (2010) Ch. 12

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Unidades de aprendizaje Contenidos y actividades a realizar Recursos y materiales EvaluacionesClase 2• Lecturing and classroom dialogue. • Debate

Semana 15: del 21/06/2021 al 26/06/2021

Learning Unit 3: The Closing and Implementation Stage

ContenidoClase 1Simulation Session 10: NegotiationRound 06 Clase 2Formalization of Agreementand Essential aspectsof ImplementationActividadesClase 1• Debriefing • Negotiation teams • Facilitation Clase 2• Lecturing and classroom dialogue. • Debate

Simulation instructions Lax (1986) Ch. 13

Semana 16 (exámenes finales generales) con feriado martes 29: del 28/06/2021 al 03/07/2021

Final Exams (16th Week from 26.11 to01.12)

Semana 17 (exámenes finales generales): del 05/07/2021 al 10/07/2021

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VIII. Referencias bibliográficas

Obligatoria

Blaker, M., Paul, G. & Ezra, V. (2002). Case studies in Japanese negotiating behavior. Washington D.C.:United States Institute of Peace Press.

Cogan, C. (2005). French negotiating behavior. Dealing with La Grande Nation. Washington D.C.: UnitedStates Institute for Peace Press.

International Trade Centre (2010). Model Contracts for Small Firms. Legal Guidance for DoingInternational Business. Recuperado de http://www.intracen.org/modelcontracts- for-small-firms/.

Joo, S. & Elizabeth, N. (2004). Strategies for effective crosscultural negotiation. The F.R.A.M.E. approach.Singapore: Mc Graw Hill.

Lax, D. & Sebenius J. (1986). The Manager as Negotiator. Bargaining for Cooperation and CompetitiveGain. New York: The Free Press.

Lewicki, R. (2011). Essentials of Negotiations-Fifth ed. New York: McGraw-Hill.

Lewicki, R. (2010). Negotiation. Readings, Exercises and Cases-Sixth ed. New York: McGraw-Hill.

Moore, C. & Woodrow, P. (2010). Handbook of Global and Multicultural Negotiation. San Francisco:Jossey-Bass.

Shell, G. (2006). Bargaining for Advantage. Negotiation Strategies for Reasonable People-Second ed.New York: Penguin Books.

Smyser, W. (2003). How Germans Negotiate. Logical Goals, Practical Solutions. Washington D.C.: UnitedStates Institute for Peace Press.

Solomon, R. (2005). Chinese negotiating behavior. Pursuing interests through ‘old friend'. WashingtonD.C.: United States of Peace Press.

Solomon, R. & Nigel, Q. (2011). American negotiating behavior. Wheeler-dealers, legal eagles, bullies andpreachers. Washington D.C.: United States Institute of Peace.

Recomendada

Bortolotti, F. (2010). Drafting and Negotiating International Commercial Contracts: A Practical Guide.Paris: International Chamber of Commerce.

Fisher, R. & Shapiro, D. (2005). Beyond Reason. Using Emotions as you Negotiate. New York: PenguinLCC US.

International Chamber of Commerce (2004). The ICC Model International Sale Contract. Second Edition.Barcelona: International Chamber Commerce.

Olekalns, M. & Adair, W. (2013). Handbook of Research on Negotiation. Cheltenham: Edgar ElgarPublishing.

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Raiffa, H. (2003). The Art and Science of Negotiation. How to resolve conflicts and get the best out ofbargaining. Cambridge: Harvard University Press.

Ury, W. (1991). Getting past No. Negotiating with difficult people. New York: Bantam Books.

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